With every growing season, Montana pulse producers face a critical question: how do I get the best possible price for my crop?
We’ve already written about How Market Prices Are Set for Montana Pulse Crops and the systems buyers use to determine their bids. But knowing how pricing works is just the start. The next step is using that knowledge to maximize your return.
Here’s how to approach marketing your lentils, chickpeas, and dry peas with confidence.
1. Call Multiple Buyers
Don’t accept the first bid you hear. Elevators, processors, and exporters may each offer a slightly different price based on their current demand, contracts, or freight logistics.
Even a few cents per hundredweight can make a significant difference when selling truckloads of product.
2. Build a Relationship with a Merchandiser
Over time, a trusted buyer may offer:
- Early access to contract opportunities
- Flexible delivery windows
- Willingness to work through grading disputes
These relationships also make it easier to ask questions and negotiate confidently.
3. Know the Quality of Your Crop
If your crop exceeds grade standards, you may be eligible for premium pricing.
Clean, dry, and well-sorted pulses are more marketable—and worth more.
- Get your crop tested by an independent lab if needed
- Understand how discounts are calculated
- Keep good harvest and handling records
4. Understand What the Market Is Doing
Keep up with weekly USDA AMS reports and Canadian benchmark prices (especially from Saskatchewan). Watch for global news—like Indian tariff changes or shifts in EU demand—that could trigger a price change.
5. Don’t Be Afraid to Wait—If You Can
If you have the ability to store your crop post-harvest, you may benefit from waiting for prices to rebound—especially if:
- Harvest volumes were low across the region
- Buyer inventories are tight
- Global demand is strengthening
Just be sure your storage conditions protect quality to avoid losing marketability over time.
6. Use Contracts Wisely
Contracts can be a valuable tool to lock in profits early—but they come with terms and obligations. Understanding them is critical to avoid missteps.
We’ve written more on that topic in a follow-up post on contract negotiation tips and tools (see below).
The Bottom Line
There’s no silver bullet when it comes to pulse pricing. But by doing your homework, talking to multiple buyers, and thinking like a marketer—not just a grower—you can put yourself in a stronger position to secure better prices year after year.
▶ Want to improve your marketing skills? Read our follow-up post with contract negotiation tips and a marketing checklist designed specifically for Montana pulse growers.
